中美文化差异对国际商务谈判的影响学位论文文档格式.docx

中美文化差异对国际商务谈判的影响学位论文文档格式.docx

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Major:

BusinessEnglish

Tutor:

DuanJuan

Date:

2011-9-14

Contents

Abstract（English）…..………………………..…………………………………………………3

Abstract（Chinese）……………………………………………………………………………….4

1.Introduction…………………………………………………………………………………..5

2.Culturaldifference…..........................................................................................5

2.1Thedefinitionofculture……………….………………..…………………….……………5

2.2Thecausesofculturaldifferences…………………………………………….……….…5

2.2.1Geographicaldifferences……………………………...………………………………...5

2.2.2Politicaldifferences…………………………………...…………………………………6

2.2.3Economicdifferences……………………………………………………………………6

2.2.4Nationaldifferences………………………………..……………………………………6

2.2.5Theconceptofdifference……………………….………………………………………7

2.3ImportanceofinternationalbusinessnegotiationsonCulturaldifferences…..………..7

3.Culturaldifferencesontheimpactofinternationalbusinessnegotiations……..................8

3.1Culturalvalue…………………………………………………...…………………………..8

3.2Relationships………………………………………………………………………………10

3.3Waysofmakingdecisions………………………………………………………...……….11

4.Howtodealwithinternationalbusinessnegotiationsandculturaldifferences...………..12

4.1Understandtheculturaldifferencesthatmayarise………………….…………………12

4.2Tocorrectlyhandletheculturaldifferences………………………………….………….13

4.3Todoagoodjoboffollow-upfortheexchangeofculturaldifference…………………13

4.4Payattentiontothelanguagebarriers…………………………………………………14

4.4.1Employingaconsultant……………………………………………….…………….…14

4.4.2Usinganinterpreter……………………………………………………………….….15

4.4.3Learningthetargetedlanguage……………………………………………………….15

5.Conclusion………………………………….……………………………...…………………15

Bibliography……………………………………………………..……………………………...15Acknowledgements…………………………………………………………………………..16

Abstract:

Internationalbusinessnegotiationsthebusinessnegotiationthatunderdifferentculturalconceptions.Withconvenientworldtravel,multinationalcorporations,andWTO,theworldhasbecomemuchsmallerandcloser.Thismeansthatitisveryimportanttoknowthedifferentcultureindifferentcountriesandfindthewaystoavoidthecultureconflictsintheinternationalbusinessnegotiation.Thearticlecommencesfromthedefinitionoftheculture,analyzingthecausesofculturaldifferences.Thenfromseveralaspectsofpersonalvalue,relationships,wayofnegotiations,etc;

itexplainstheinfluenceofculturaldifferencesofinternationalbusinessnegotiation.Finallyitanalyzeshowtodealwiththeproblemoftheculturaldifferencescorrectlyinnegotiationprocess.

Keywords:

culture,culturaldifferences,negotiation,influence

中美文化差异对国际商务谈判的影响

摘要：

不同文化条件下的商务谈判就是国际商务谈判。

随着世界旅行的日趋方便，多国公司的合作，以及加入世界贸易组织，世界变得越小越紧密了。

这就意味着了解不同国家的不同文化，以及找到如何避免在国际商务谈判中文化差异的方法是非常重要的。

文章从文化的定义入手，剖析了文化差异产生的原因，并从价值观，人际关系，谈判方式等几个方面来阐述文化差异对谈判的影响，最后分析如何正确处理在谈判过程中出现的文化差异的问题。

关键词：

文化，文化差异，谈判，影响

1.Introduction

Oneofthelargestinfluencesthataffecteachandeverypersonintheworldisculture.Ithelpstoshapeconceptsofreality,time,values,andetiquette.Thereisnoescapingculture,norshouldanyonetrytoescapebeinginfluencedbyculture.Itwouldbeimpossibletodoso.Instead,itistoaperson’sadvantagetoknowandunderstandtheirowncultureandwhateffectithashadonthem.Thishelpstoavoidmistakesincommunicationwhentheyareinvolvedinacross-culturalsettingsuchasinternationaltradeandnegotiation.Inthearticle,severalculturalfactorsthataffectthenegotiationprocessanditsoutcomewillbeexamined.SpecialemphasiswillbeplacedonChinesecultureasabenchmarkfromwhichtoviewpitfallsanddifficultiesindealingwithothercultures.

2.Culturaldifferences

2.1Thedefinitionofculture

Nationalcultureisacountry-specificconceptsandvaluesystems,whichconstitutetheconceptofpeople’slivesandworkbehavior.Thenationsoftheworldasaresultofspecifichistoricalandgeographicalandgraduallyformeditsownuniqueculturaltraditionsandculturalpatterns.AsthedifferenceofChineseandWesterntraditionalcustoms,values,religiousbeliefs,differentwaysofthinking,etc,makethedifferentperformanceofChineseandWesterncultures.

2.2Thecausesofculturaldifferences

Culturaldiversitycausedbymanyreasons,tosumup,themainsourceofculturaldifferencesareinthefollowingareas:

2.2.1Geographicaldifferences

Referstothegeographicaldifferencesindifferentgeographicregionsduetothegeographicalenvironment,thelevelofeconomicdevelopmentandtraditionaldifferencesinhabits,peopleoftenhavedifferentlanguage,lifestyleandhobbies.Andthesewillaffecttheirbehavior.Forexample,theWestandtheAmericanpeopleinsomecountriestreatChristmasimportant,butinareassuchasneartheequatordonothavesnowalltheyearround,thepeopleofsomeAfricancountriesmaynothavetheconceptofChristmasbecausethebestmodifiedChristmasissnow,astothepeopleintheregionthatarenotlong-termsnow,thereislittleconcentrationofChristmasthanAmericanStates.

2.2.2Thepoliticaldifferences

Politicaldifferencesareduetothepoliticalsystemandthepoliciesandregulationsonpeople’sbehaviorwiththeroleofastandardized,sothatallpeoplesinthepoliticalaspectsontheconceptoftheexistencearedifferences.TaketheUnitedStatesandFranceasexample,theUnitedStatesbytheConstitutionthepowersofthePresidentofthesevererestrictionsonthetwomajorpowerswithotherinstitutionsofCongressandtheSupremeCourtofstrongconstraints.WhileFrancealsohadtosetwasreadytoroyalistrestorationofthemonarchyoftheThirdRepublictoamendtheConstitutionalittlefurtherexpandthepowersofthepresident.

2.2.3Economicdisparities

Economicdifferencesareresultoftheeconomicfactorsofareflectionofculturaldifferences.Forexample,thepeopleintheWesterndevelopedcountriesarerichlivesandhighlevelofeducation,peoplewillpaymoreattentiontothequalityoflife,securitymeansmoregenerally.AndeconomicbackwardnessoftheThirdWorld,peoplecaremoreaboutfoodandclothing.

2.2.4Nationaldifferences

Ethnicdifferencesarethedifferentethnicgroupsinthedevelopmentoflong-termprocess,theformationoftheirownlanguage,customsandpreferences,habits.Theirdiet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeoftheirowncharacteristics.TakethehistoryofourcountryandourHunHan,theXiongnupeoplearevaliant,characteristicsoftypicalnomads.AndwetametheHancharacter,thetypicalcharacteristicsoffarmingnation.WhichledtotheHunsinthediet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifearedifferentwithHan.

2.2.5TheconceptofValuesdifference

Valuesaremeansofobjectiveevaluationcriteriaofthings.Itincludestheconceptoftime,wealth,theattitudetowardslife,theattitudetoriskandsoon.Differentsocieties’peopletothesamethingsandproblemswillcometodifferentandevenoppositeconclusions.

Geographicaldifferences,ethnicdifferences,politicaldifferences,economicdifferences,religiousdifferencesanddifferencesinconceptshavetheimpactonpeople’spenetrationinthefood,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeinallitsaspects.Thusaffectingpeople’sbehavior,values,religiousbeliefsandmodesofthoughthavealotofdifference,finallyhasformedthevariouscountriesandareasofculturaldifferences.

2.3Culturaldifferencesontheimportanceofinternationalbusinessnegotiations

Practiceinthenegotiations,manynegotiatorsoftendonotunderstand,ortooknoteoftheculturalimportanceofthesignificantimpactonnegotiations.Negotiatingpartiesforforeignculture,somenegotiatorsmayhavenoticedsomeoftheothernegotiations,”different”or”hardtounderstand”theconcretemanifestationofnegotiations,butthatisnotimportant.Somepeopleblindlybelievethatnegotiationistheuseofforeign-relatedfactsandfigurestospeak,andthefactsanddataarecommon.Similarly,someforeigncountries’negotiatorstonegotiationswitheachothertomaintainharmoniousrelations,theywillnoticethesimilaritiesbetweenbothcultures,whileignoringtheirdifferences.Let’slookatanexample.

In1992,negotiatorsfromChinaandother12expertsofdifferentprofessionstoformadelegationtotheUnitedStatespurchasesabout30millionU.S.dollarsofchemicalequipmentandtechnology.TheUSnaturallydoeseverythingpossibletosatisfythem.Oneofthemisnegotiationsinthefirstroundofthedelegationsenttoeachofthemasmallsouvenir.TheSouvenirspackagingisveryparticularisabeautifulredbox,redforadvanced.Butwhenthedelegationwaspleasedtoopentheboxwhenface-to-faceinaccordancewiththeAmericans,Everyone’sfaceappearsverynotthenatureactually--thereisagolfcap,butthecolorisgreen.Americanbusinessman’sintentionis:

aftersigningthecontract,andeveryonetoplaygolf.Buttheydon’tknowthe”beacuckold”isthebiggesttabooinChinesemen.Finallythedelegationdidnotsignthecontract,notbecausetheAmericans”insult”people,butbecausetheyworkcarelessandevendon’tknowthecommonsensethatChinesementaboo”beacuckold”.Howcanwefeelfreetotensofmillionsofdollarsprojecttothem?

ItcanbeseenthatthefailureoftheAmericansnegotiationisduetotheydonotunderstandtheChineseculture.

Fromtheabovee